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Sales Training

8 of the Top Salespeople in History (And What We Can Learn from Them)

Building a great sales team can be difficult. Between thinking up proper interview questions for salespeople, negotiating commission rates and sifting through stacks of apparently ill-qualified candidates, finding the right salespeople for your company sometimes seems like an impossible task. Without years of experience and success on his/her resume, it is hard to trust that a new hire will get the job done. Some of the greatest salespeople in history, however, had less than conventional starts that led them to extreme levels of success. 8 of the Top Salespeople in History (And What We Can Learn from Them) was last

The 10 Most Important Questions to Ask When Interviewing Salespeople

Too many sales managers ask the wrong questions for a sales interview. They tend to mistake experience for talent and assume that an outgoing personality means a candidate has Drive. We have said it before, but the only reliable way to detect true Drive in a potential sales candidate is with aptitude testing. Most candidates can appear confident and fake Drive in an interview. They know that a competitive and optimistic spirit is what managers want to see; so hinging a hiring decision on a good interview alone is risky. When you test for Drive, you can then conduct a

Should Great Salespeople Be Rewarded By Being Promoted to Sales Managers?

We hear this question all the time among companies we advise. A salesforce is growing and it is time to hire a sales manager to pull the entire process together. Or, a sales manager leaves and the company has to decide whether to hire a new manager or perhaps promote someone from the existing sales team. Emotionally, it can be most satisfying to promote from within, both for the person doing the promoting and the salesperson receiving the promotion. Unfortunately, very often, it does not work out well and can cause the company a tremendous amount of time and money

Does Your Employee Need Training or is She Ill-Suited to Sales?

It is always frustrating when a new sales hire does not perform as well as expected. Hunting for qualified candidates is a lot of work, so it is important that the employees you commit to hire and train can pull their weight. If you have a new salesperson that is not performing as well as you had hoped, take a close look at his or her process to determine whether his success rate is being negatively affected by mistakes in his sales method or by his personality. 5 Signs Your Employee Needs Training, But Is Not Necessarily Wrong for Sales:

How to Train Your Salespeople to Handle Customer Objections

Customer Objections Kill Deals It might seem obvious, but there is great value in identifying the exact point at which most sales deals fall through. Deals rarely fail because of a weak approach or a lack of demonstrated value. If a potential client has been qualified as a legitimate sales opportunity, the most likely point of failure will be when that client raises an objection. How a salesperson responds to the client’s objection will make or break the deal, so it is critical that he respond in the right way when objections inevitably arise. Objections can be intimidating, so you

9 Red Flags to Look For When Interviewing Sales Candidates

As any hiring manager will tell you, a job interview is not a foolproof method for determining whether a potential salesperson has what it takes to be successful. That said, interviews are vital to the hiring process because they expose important information that goes far beyond a candidate’s answers to your questions. Meeting a sales candidate in person can be very revealing if you pay attention. While it might not give you all the information you need to predict a potential hire’s success, an interview can almost always tell you when a candidate is totally wrong for your company. 9

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8 of the Top Salespeople in History (And What We Can Learn from Them)

The 10 Most Important Questions to Ask When Interviewing Salespeople

Should Great Salespeople Be Rewarded By Being Promoted to Sales Managers?

Does Your Employee Need Training or is She Ill-Suited to Sales?

How to Train Your Salespeople to Handle Customer Objections

9 Red Flags to Look For When Interviewing Sales Candidates

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